Loan Officer Leadership Podcast

040: Tragedy to Triumph from $75MM producer, Shawn Kaplan

November 27, 2019
Loan Officer Leadership Podcast
040: Tragedy to Triumph from $75MM producer, Shawn Kaplan
Chapters
Loan Officer Leadership Podcast
040: Tragedy to Triumph from $75MM producer, Shawn Kaplan
Nov 27, 2019
Steve Kyles
Show Notes Transcript

In the episode, Steve Kyles interviews a $75 million dollar producer Shawn Kaplan with Legacy Mutual. Shawn shares what he did to go from tragedy to triumph in his life and business. 

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Speaker 1:
0:03
Hey guys, welcome back to another episode of the loan officer leadership podcast. I'm your host Steve Kyles and I've got to tell you, I am thrilled that you are joining us on this journey to get better. Uh, and I am excited about this week's episode. Hey, so we still want your feedback in the loan officer Facebook loan officer leadership Facebook group. We want to know what would you call series episodes with top producing loan originators? So what our commitment is this, we're going to help you continue to grow with tools and tactics on how you can grow your business. And so this week we get to invite my good friend Sean Kaplan. I've known him for probably seven or eight years. He is a rock star with legacy mutual mortgage. I was actually at legacy for nearly six and a half years and loved Dan, deepen, Horst and Josh Sigman and what these guys are doing to create a great mortgage company.
Speaker 1:
1:02
As a matter of fact, I took my entire team a few years ago and flew out to Nashville and spent time with Sean as he was growing and as we were working to catapult and grow our business. And I think the world of him, he is exploding in his business. He is strategic in his execution. His mental toughness is there, uh, the son of an immigrant worker who moved to America and then his father committed suicide. So going from tragedy to triumph and truly making a significant impact in the world that he serves in services, I thought it was critical that our listeners hear his story and hear what Sean is doing to continue to crush it last month through a major numbers, just under $10 million in production. He'll fund over 75 million in production for the year. And so I think the world of Sean, I hope you guys enjoy this episode, was Shawn Kaplan at legacy mutual mortgage.
Speaker 1:
2:00
Hey, well listen, I am so fired up about today's podcast. Uh, I've got my good friend. The one, the only Shawn Kaplan, uh, from middle Tennessee, uh, is killing it on the podcast. And I know that's a crazy intro, but I've known Sean for years. Uh, Sean, we're glad to have you on the podcast, man. What's up, Steve? Thank you for having me. I'm excited to be here, man. I am fired up many people. Our listeners don't know this, but when I was looking to really grow my team a few years ago, Shawn's at legacy mutual mortgage, I love legacy, love Dan, deepen horse. Those of you who have listened to any of what we would call like the old throwback. Uh, I was talking to a friend of mine today and he's like, yeah, I listened to every one of them from the beginning. Well, Josh Sigman was on many of those original podcasts back in 2015 when I was at legacy. Uh, and I love legacy. You guys are doing great things. Hey and listen, I have Sean on the podcast today because, uh, just even this last month, the brother threw up 37 units for, uh, just under 10 million, nine point $7 million, bro.
Speaker 2:
3:15
So like, families held a lot of real estate. Dude,
Speaker 1:
3:20
I'm telling you, I am. I mean, it's just, it's mind blowing to know the impact that you're making in this business, man. And so I'm hoping that today you're going to share some insight. Uh, tell our listeners a little bit about yourself. You're married, Jennifer, you've got two kids. Tell them, tell us your journey and a little bit more about yourself.
Speaker 2:
3:39
Yeah, man, I'm, so, I'm a husband, a father, a Jennifer, my wife, uh, my beautiful wife, my two kids, I'm Eliana and Stella. So I have two girls that are 10 and five years old. And, uh, we live in a little town, maybe about 10 minutes, 12 minutes outside of downtown Nashville called Nolensville. Um, it's really cool because it's in between three separate other little cities that kind of set off to the side of Nashville. Um, we've got a little farm out there, you know, not far from our house. And, uh, my love to hun, I'm actually going out tomorrow morning. It's my favorite thing to do. And uh, lived in Tennessee for, it'll be about, um, 25 years here, um, uh, next month.
Speaker 1:
4:23
Hey, and I love that and tell people about your journey in, in, uh, mortgages because you've been in the business what, almost 18 years now. Is that right?
Speaker 2:
4:30
It'll be 20 years in March.
Speaker 1:
4:32
It snuck up on us, man. But really you're a part of the, part of the core coaching. Uh, you just won another dragon. Those coveted dragons. I have one. How many do you have? One, two, three, five. Okay, so listen. Hey, it true story. This morning, my daughter brought my blue dragon or purple dragon or whatever. They call it ho into bed. I'm like, Oh my God, what are you doing my dragon? You know how much that costs
Speaker 2:
4:59
a lot of men fighting over those things.
Speaker 1:
5:01
That's it. Well and so you're a part of the core, but really your, your career has taken off in the last six to seven years. Yeah. Talk about that. Talk about the journey and, um, you know, even talk about where you came from, your heritage. I think people need to know.
Speaker 2:
5:17
Yeah. Um, well, you know, obviously we have, we've all got stories of, and I don't think that, um, for the longest time those pieces didn't come together. I knew there were different pieces of my life and my story and my career in college and my job, but it hasn't been until the last five, six, seven years, Steve, that I feel like, okay, now I understand why each one of these things happened in my life and now I'm where I'm at. And now it's my duty to do the best I can with all of that. Kick some major butt, give my best each day. Um, I'm a son of a immigrant father. He came here in 1926 with his, uh, uh, four brothers and sisters from Belarus, Minsk, Russia to New York. Um, yes, my dad was old. He was, uh, he would've been 94 this year. Wow. He passed away when I was six years old.
Speaker 2:
6:10
Um, when he met my mom, she was only 17, so they were 30 years difference. And, uh, he was a sharp young entrepreneur, um, Jewish businessman in New York city. And he met this little 17 year old Roman Catholic, beautiful woman. Um, they fell in love. They had me and I, at the age of six, my dad took his own life. Uh, and so I was raised by a single mom. I think that's where I got a lot of fortitude from and a lot of grit growing up in the new England winters. And, uh, fast forward, I met my wife when I was waiting tables in college. Um, she started working at the restaurant. I worked in a, uh, about a year before that I'd met a mortgage guy when I was waiting tables. So I got in the mortgage industry and I was still waiting tables for about a year to still get my income to come in and work nights and weekends.
Speaker 2:
6:59
And it was a great way to meet people. And that needed mortgages. And my last day at the restaurant before I went full time in the mortgage industry was Jennifer's first day. So it was definitely divine appointment. And so fast forward we started dating, uh, and we ended up getting married. That was in, uh, 2001 I got into business. We got married in 2009 I struggled until 2009 when the market was collapsing. I had a double hernia, we were having a baby in three months and my company decided they were going to sell and get out. And man, that was a wake up call dude. And that was a big wake up call that I was no longer going to allow people to be in control of my business. This builder was 98% of all my business. I worked for them and that's when, I guess the big change in the shifts started coming.
Speaker 2:
7:52
Um, I was working 90, 80, 90 hours a week. I thought I was hot stuff making about a buck and a quarter a year. Um, somebody came along, one of my realtors and she said, you're working too much and I bet you're broke too. And, and I was like, well, who does she think she is? But she was saying it from a place of love. So I went to my first core event in San Antonio, Texas. And uh, that's where I met some of you guys and Josh and Dan and all of them. And that's when I understood the power of having a great team around you to help you. So you didn't have to try to be perfect at everything.
Speaker 1:
8:28
Man. That's huge. Well, and I think people, especially our listeners, need to, it's easy to see the victories. You hear 37 units, you hear 9.7 million, you're going to break $60 million plus this year in personal production, which people worked their entire careers. And don't even do half of that. You'll hit 75 you're at 60 now, is that right?
Speaker 2:
8:51
Yeah, we've got 10 more on the books for December and we'll do 5 million this 6 million this month.
Speaker 1:
8:56
Come on, man. Well, and I think it's important that people hear is you didn't, you weren't handed a silver spoon. You've really had to work your way through the daily discipline, the right activity. What do I do? How do I get in relationship with people that are further ahead? Um, talk about the importance, you know, when I think about you, I remember two years ago I brought my whole team to come see you. We're wanting to break through and I'm like, okay, everybody, we're loading now we're heading to Tennessee, we're going to Kaplan steam and we're going to spend a few days to see what you guys are doing. And you know what? I am so impressed with your mental fortitude. Like it's the daily I'm going to get in and mindset of whatever it takes. We're going to get it done and do it right. Talk to loan officers about what you're doing to be in the right mindset. What are you doing to make sure that mentally you're tough and you're growing and you're pushing to the next levels?
Speaker 2:
9:53
Oh man. Well, first of all, I think you have to remember the pain. You have to remember those moments that were not so pleasant. I remember coming home when I was stacking 31 files, you know, back when you used to build a process and clear conditions and everything. And uh, I thought I was awesome and I walked in about 11 o'clock at night and Jennifer was like, this ain't gonna work. Um, this is me or you. And I remember changing companies and driving to Nashville every day. And I remember that like, are you crazy? You're really gonna drive 45 minutes to this new office everyday in a market where you don't know anybody. So what I do is I tap into that and I remember how a guy that we know, a state used to tell us, you know, hold out your right hand, hold out your left hand over here.
Speaker 2:
10:36
Your kids can't eat and you can't pay the mortgage over here. You got to make a few more phone calls. So I remind myself of that each day, even though I'm still producing, I still treat myself like they can all go away and that may be a healthy thing or maybe unhealthy, but it works for me. Um, I know what it's like to sleep in the back of a car. I know what it's like to move rent to rent with my mom and I just don't ever want to go back to that. So it doesn't motivate me. But now it's changed. And I know you guys at your company believe a lot in this is now. It's changed in the last four or five years to now. It's my duty to serve my clients at a high level because I'm capable of doing it. And number two, it's my duty to teach other loan officers and do stuff like you're doing because it's my duty because somebody did it for me.
Speaker 1:
11:25
That's huge man, that you know. And I hear so much of that has to do with, you remember the pain, but you stay hungry. Yeah, man. Come home brother [inaudible] it ain't nothing like being broke and saying I'll do whatever it takes. I'll take two more phone calls.
Speaker 2:
11:40
Yeah. And I also got tired of being the line under the shade tree. Chased the gazelle down. You have that awesome month. He pulled that thing back, you start eating and then you look up the second week of the month and you're like, man, but this month sucks in the valleys. So I started remembering, Hey Sean, you can go sit underneath that shade tree today. Maybe take a day off, maybe do a three day weekend, maybe take your yearly vacation. But we can't have these under the shade tree moments, like constantly throughout the week. And so I got to get it. I got a C and a, the big change in the last two years, two and a half years has probably been physical. Um, I've realized that starting a foundation off with the right mind, body and spirit. Yeah. Everything we're doing all day. And I followed my boy, Tom Brady. I mean, look at him. He's not the most built dude, but he's healthy mindset body. Maybe it needs to spend a little bit more time with the Lord. I don't know out there, we has it together and I realized that my business is going to have to build off.
Speaker 1:
12:40
Hey, we'll talk about, so what are you doing to physically stay in shape? Like what, talk about that a little bit physically. How important is it to produce at a high level?
Speaker 2:
12:49
I, I just tell my guy, Hey man, I just don't want to get old. Just keep me from getting old. So we do a lot of pushups, pull up [inaudible] like kind of plotty type planks. Yup. Um, and for me, Steve, um, it was just like coaching. If I don't pay for and I don't find a professional and I don't pay him 30 days in advance or have some sort of pain and accountability, I won't do it. That was a trigger for me. I was definitely the trigger. I pay him 30 days in advance. I actually work out with my trainer on an iPad pro headphones and I've got access to a little gym that I pay a fee to and he's a 500 miles away and he trains me at 5:00 AM three days a week.
Speaker 1:
13:28
That's awesome. So you're working out three days a week and that's helping you. Did you look great man? You look in younger every day. Hey, so let's talk about this. So when we're talking about activity and what you're doing, there's two groups of people you know, there are people that are not even close to touching the numbers you're touching. We're going to talk to a light like the beginner. How would you tell them or what would you tell them? Hey, these are the things you need to be doing today so that you can build a sustainable business. Like what are some of the daily disciplines in the practices you're doing? Uh, but not at 37 units because you're probably not in your files as much, but maybe to the guy who's doing four to 10 units a month.
Speaker 2:
14:08
Yup. Okay. So I would say number one is you have to have a calendar that's designed to have a perfect work week. That perfect work week should include those days that you walk out and say, I crushed it today. So it may be looks like two new realtor appointments, two consultations face to face or by video, maybe a lunch with a partner or a past client, maybe a coffee in the morning and then get out of the day at five o'clock or five 30 and get home to the kids and you look up and you hit your lead goal. So that would be number one, the perfect work week. And I believe you have to have accountability around it. You have to empower someone to say, find me or, or get me back on task if not doing that. That's number one. Number two, you've got to have metrics.
Speaker 2:
14:57
If you don't have metrics, you can ask a lot of other guys like us or other people in your office, I have them. But in general, if you want to be closing four to six deals a month, you've gotta be getting about 40 leads a month that are referred to you. What? You're going to give you 10 to 12 shots and give you three to six, four to six deals based on average conversion rates. Well if you break that down, it means that you've got to get how many leads a day to Oh yeah, two leads a day. 10 a week. So your activities gotta be broke down. So you could say I won my day or I lost my day and I get a tracker reported to me. I'm looking at it right here on the screen now and it tells me we had a total of six leads today. We got a 49 for the month. We're on pace at 4.45 per day. And so I'm on pace to do 84.6 so I'm low, I gotta be at a hundred I've been at a hundred so pop was going to turn it on on Monday, Tuesday and start dragging those leads in on Monday, Tuesday of next week. So that'd be number two would be the daily.
Speaker 1:
15:59
Yup. And you gotta know your stats and you gotta know your numbers. Hey. And when you, when, when you said Papa's gotta turn it on, what is Kaplan thinking? Monday means I've got to do what, which leads to more leads instantly. Cause there's leads you can get quickly and there's leads you have to nurture over time. So talk about that.
Speaker 2:
16:16
So I do two main things. What I mainly want to do is I want to create as much, um, cognizant awareness of me as possible. So I do that through video. I do my Monday motivation, I do my Friday fuel ups. I'll go ahead and maybe do a realtor video blast out on a Monday, send it to three or 4,000 realtors. Yeah. So I'm getting some act cognizant activity. The other thing I'm going to do on Monday is I'm not a super big fan. I hope Rick's not listening to this of colon 40 realtors on Monday. That I don't know. I check in with my, my, my friends, my valued partners that are on my accounts pyramid. And I'm like, how do we go? What are you doing? Is there anything I can help you out with? It's anybody get denied in the last two days that I could try and get a second shot at. So I'm coming up underneath them and I'm trying to double that amount of activity. If I need to turn the leads up or I do my normal tracker.
Speaker 1:
17:10
Hey and I love that. And that behind you cause I can see that. Is that, that's actually your lead tracker on the wall. I mean your a accounts pyramid.
Speaker 2:
17:17
That's my accounts pyramid. We keep a 12 month running tally. Everybody's in the bottom section has sent me three deals or less. Everybody in the mid section I've done 40 11 deals with and the ones up at the top I've done 12 or more deals with.
Speaker 1:
17:32
That's huge man. That's that. That is so I think it's so impactful that it's actually on your wall so that you're seeing it every single day.
Speaker 2:
17:40
Well when I have my headset on and I turn around on Monday, I can look at this and I can say, man I need to give David a call. I haven't heard from him a little instead of cold calling somebody
Speaker 1:
17:51
for sure. Hey and who? So how are you identifying which agents to go after? Because we know that we're going to have agents that stay with us some each year. We're going to lose a few. What are you doing this year as you're planning ahead to 2020 saying this is the agents I'm going after. How do you do that?
Speaker 2:
18:08
Well, I'm going to be brutally honest with you right now. I'm very concerned about the real estate industry. I believe personally, we'll probably lose 50% of our realtors in the next three to five years. I think digital air is coming in. The unfortunate part is a lot of people have not bought and built a referral based trust-based business with their clients. So if I'm perusing the internet on a Saturday night and I'm over and I see on the realtor.com to the writing, I can click the button and schedule a showing. I'm not going to say, man, I really need to call so-and-so. So right now what I'm doing is I'm trying to go very deep with my realtors. I already have an existing relationship with finding out how I can invest in their business, how I can make sure they've got a tight 2020 business plan and not a goal.
Speaker 2:
18:54
So that's number one. And the other thing I'm trying to do is take my lower level agents and I'm trying to find out how to, can we take three or four deals last year and how can we double your production next year? Um, and that's all focused around the relationship based business. How am I finding those agents, Steve? I gotta tell ya, I used to pull numbers and just say go after this group of numbers of people I've found that doesn't necessarily mean they believe what I believe and I like them and they care about me and my business, like I care about theirs. So really, man, right now I'm looking for heart. I'm looking for grit, I'm looking for determination. I'm looking for the fact that you show up and you show up consistently. And if they do that, then I'm investing in them. I don't care if they do five deals or 50 deals in a year.
Speaker 1:
19:42
Oh, that's huge. So you're really looking, are they a good culture fit to your team and what you're looking to build. And then you'll invest it, invest in, say, Hey, I believe you're going to keep growing. And we'll talk about deeper, you know, when I was with you a couple of years ago, it was funny, the week I was with you, you were actually, remember we went to that hockey game and you, you don't do anything alone. Like not only did we work out in the morning, which was fantastic. Uh, but we were, we went to a hockey game, then we went to a cigar bar. I mean, I just thought this is so great. What you have done is for the first time I had seen somebody really carefully intertwined your life into the lives of your realtors. So when you talk about going deeper, what does that look like on a every day, every week basis, uh, to our audience?
Speaker 2:
20:27
Can I be really, really brutally vulnerable and honest?
Speaker 1:
20:29
Absolutely. Come on.
Speaker 2:
20:31
So I hit a point a couple of years ago, Steve, that I was just was tired and I was broke down and I didn't know who I was and I was depressed because what I was doing was I was trying to be a chameleon to every single person in my life. This realtor, I want it to be country Shawn, this realtor, I want to be super aware, cliff cufflinks, Sean, this real travel wanted to be all call, answer the phone any hours a day just to get a shot with you. Sean and I was sitting in, I was listening to a gentleman one time and he said, there's 7 billion people on this planet. It's impossible to make them all happy and I think we can all agree. He said, therefore, if you try to make everyone happy, you're gonna run yourself into the ground. And a light bulb went off and I thought about my father who took his own life was if I keep trying to make everybody in my life happy, I'm going to end up like my father.
Speaker 2:
21:22
And somehow a demarcation got drawn in the sand that I'm going to be who I'm going to be. I'm going to be fast talking hard charging hard dong Kaplan that likes to hunt. That's like going to songs man. And if you don't like it, that's okay and I don't have it. There's nothing wrong with it. That's okay. We just don't burn at 80 degrees. You might burn at 65 and I started realizing like, it's okay and through that people are like, man, you're just different or you have your own thing going on. It's got the apologizing for working hard and making good money. For the longest time I'd be like, Oh, don't let them know that you did well or that you've done well. I'm like, don't buy that car, don't buy it. And I'm like, you know, it's okay because those that care about you and love you and know you, they know you're successful and they want you to be successful. Yeah,
Speaker 1:
22:13
man, that's huge. Hey in God, that was a defining moment for you, man. That was a pivot point. That's huge. Well because, and it's interesting because I think so many of us, we have to go through that time where you're just trying to figure it out. Number one, who am I and what do I enjoy instead of trying to please everybody? Man, that's huge. That's a defining moment.
Speaker 2:
22:35
What I, and what I've found by that Steve, is I was stealing from the people that were closest to me, my family, my friends and my team. Cause they couldn't really kind of pin point.
Speaker 1:
22:47
Who are you today? Yeah. Which one are you?
Speaker 2:
22:50
Right. And uh, I don't know if a lot of loan officers feel that way. I think that there are that are just like, I'm trying to find who this person wants me and who that I, I'll do whatever you need me to do. Just do you and find the people that want to do business the way that you do.
Speaker 1:
23:05
Hey, and you know, Sean, what's interesting is people are more attracted to you now because you understand who you are and it, and what I have found is that it actually attracts people more because they can know, Oh, that's the authentic Sean. And uh, that's huge man. Big deal.
Speaker 2:
23:21
You've been a great example in my life, Stephen, that arena. I mean, you've, you've been true to yourself. You don't look like everybody else and talk like everybody else and, but you've always been firm and confident in that and that's why you're successful. And you know, you've been a great motivator to me in that arena.
Speaker 1:
23:36
Well, great friendship. I'm telling you, I literally was going back to those notes. You remember that week where I came down and I was a, it was how springboard your business and I literally found those notes like two weeks ago when I reached back out to you and I thought I could have shown on the podcast, man, um, I've seen, Hey listen, I've seen you B D a you just did a lunch and learn. Talk about how you're winning with your lunch and learns. Man, the place I, I saw a picture the other day and I thought, dude, he is crushing it. Talk about it. How are you getting agents in and, uh, what are some of the things you're doing consistently every month with your lunch and learns?
Speaker 2:
24:13
Yeah, so the lunch and learns. I think the, what I'm doing is I'm just trying to teach the realtors how to continue to form and, and track and hold themselves accountable to a relationship referred based business. I'm finding a lot of people want that. They speak the language. I just think that people find it awkward right now on how to try to build the relationship. So the other day we were talking about competing in a digital era and that's where they were talking about, you know, the statistics are showing a large portion of the real estate industry won't be here in several years because the bar of their relationship is set and set so low. So in our lunch and learns, we share a lot of the tactics that we use here in our team and in our company. Um, I try to make sure that they understand that they're going to walk out of here with something of value.
Speaker 2:
25:00
A couple of mistakes I was making was everybody is invited. So now what I'll do is I'll invite my 20 or 25 group people and I'll say, Hey, if you want in on this, you need RSVP at the link. Um, I've switched it to use an Eventbrite to manage all RSVPs, which has been huge. Big shift, big change. Cause they will automate a lot of it, but I think, not scarcity, but Hey, if you want this, I'm going to invite you. And then when they come, we try to have them walk out with a very simple, effective tactical plan. But the last thing I would say, Steve, is we've gotten at Dawn against the grain a little bit more and saying, Hey, listen to us or don't listen to us, but by third party endorsement, we know this works. And if you don't do it, you're probably not going to produce the results that you need because the agents are doing it and they're seeing the results.
Speaker 1:
25:47
That's huge. Well in what I love that on. Um, what are you doing? What else are you doing to, to what I would call a multiplier compound. Your effect, you know, I think the things that are helping you multiply your efforts. Are you using technology or using Slybroadcast? Are you, you know, how many videos are you sending out a week? How are you creating bandwidth at the level you're at right now? How are you multiplying your efforts? Because you've only got 40 hours in a week, right?
Speaker 2:
26:15
Right, correct. I mean, obviously a team in delegation is probably the most important part. I have six people on my team, my assistant Erin, you know, she calls herself a professional babysitter. Like she, she like keeps me going and all but a multiplication of time. I would say Steve is, goes back to that perfect work week as a loan officer. You have got to have a calendar that's not in there, but you essentially cannot hit the snooze button. Well, if you're not going to do your power to your past client database and it's in there, why didn't you do it? Was the pain not good enough or was the reward not good enough? So for me it's pain. So I went ahead and I said, I'm going to fix this. You will get 12 months of calling my past client database for the previous one year, two year, three year on that day you'll get 12 of these or I will shave my head and run a marathon in January or February of 2021 so I was sitting in my truck yesterday and I had my list and I sat there and I was Facebook in and you know, fallen off just for a few minutes and I said, you know what, it's one 58 I got to get in there and I got to get this 44 names done because I'm not shaving my head.
Speaker 2:
27:33
So it sounds funny and silly, but have you set up like some things in place that will like not give you any sort of out? Do you have the list? Do you have the place? Do you have your favorite cup of coffee? Do I have my tunes on? Do I have my headset going to stand up desk, like let's make this a game.
Speaker 1:
27:50
Yeah. And who's holding you accountable? Your team. So your team comes in and says, Sean, did you do the calls?
Speaker 2:
27:56
Absolutely. And you're like, dude, we, we're not hitting our lead goal, what's going on? So allow others to accountable technology. I'm using BombBomb and I use a lot of social media. I use a one to five ratio, one business versus five things that are not related to mortgage on your social. Yeah, on my social. But no, even in my BombBomb, I'll send stuff out to my realtors, to my VIP, into my past clients that are maybe about work life balance or about an activity going out or a tactic you can use in your household to help out with your family. Um, consistency is the most important thing. If you're going to do one video a month, just do one, do it the same time, same place. Make sure it looks the same and just kill it. If you do two or three or four, do two, three or four. But it's better for you to do one like clockwork for two years then to go ahead and just do a bunch of them and then not do it in two months from now. I've been doing from a Monday motivation and Friday fuel two years now. Yup. Yup. And people don't watch them. They don't watch all of them. Oh, I love your videos. I'd be like, cool, what was this Friday's about? I don't know,
Speaker 1:
29:09
but they see it every week. Hey, well it's so funny cause that for some reason in our social, that's what I kept seeing was your Friday fuel ups. And I'm like, dude, this is great because it's the consistency over time that builds trust and confidence. You know, we've heard it all all the time. Trust is built in small kept promises, but a lot of that happens. Just the consistency ends up being a promise, a promise. And people are like, man, I can trust him because he continues to do what he says he's going to do. It's huge, man. Huge. Hey, well listen, you just got back from the core summit. I'm so Rick, Ruby, all those guys. Great coaching program. Uh, I'm a huge fan. And tell me, what do you want her to takeaways? What do you say really spoke to you the most at the last summit?
Speaker 2:
29:54
Man, you know, knew the core was gray. I can allow from Dave Savage and some of the other guys and man, there's a couple I wrote down for you. Okay. So I'm gonna hit you guys with a couple of nuggets right now. I think a lot of people are filling out thank you cards. I've got about 25 here that I got to take home for the weekend and fill out anytime you're going to write a thank you card, why don't you follow it up with a video text state? I know you just left the office. I just wanted to tell you how much it means that you took time out of your important day to come in. I hope you found some value. I'm looking forward to helping you out, but I want to tell you my team. Thanks you. I thank you and ultimately my family. Thanks you for your trust. I'm going to take great care of you. Take care. Yeah, so what I would do is make sure every thank you card or every appointment with a realtor or a client is followed up with an honor text video, 93% open rate. I've been doing it. I got a huge financial advisor to send me a major country music star here in Nashville. Me video text. Thank you.
Speaker 1:
30:51
Wow, that's, and you're doing that through BombBomb? Nope, I do it right here on my phone. Oh, you're just recording it on your phone. You're not even using a software. Hey bro. Thanks dude. That's awesome. That's a great one.
Speaker 2:
31:03
Number two, send five gratitude texts to partners in the morning. Guys, we do a terrible job as loan officers. These realtors literally back at dump truck of money up to our office and say, here you go. And then we complain because we send a few cards and we don't get deals from them. We really need to work on gratitude in our industry, sending five messages every morning to a couple of realtors and just tell them, I appreciate you. I've got, I've gotten to know you and your family. And it just means a lot to me and I, I'm having a moment of gratitude before I walk into my big nice office. You may. And then also I've started calling five people before I come to the officer, get in the office because what I've found is the movers and shakers, the realtors that are really making it happen out there are up at seven 38 o'clock in the morning. Yeah.
Speaker 1:
31:54
Okay. So, so I love that. So you got a thank you card, then you've got to follow up any appointment with a video text thanking them. Then you're sending five text in the morning just to gratitude text and then you're reaching out to five, whether it's business partners, realtors, five people in and around your community before you get into the office. Absolutely. Hey brother, those alone will make you close more, more loans. Absolutely. I like it. It is. Hey, well listen, tell us any closing thoughts, anything else as we, Hey, by the way too, I want you to post the accounts pyramid in the Facebook group. Are you in the group yet? Um, yeah. Okay. So we have a Facebook group, loan officer, leadership, post the accounts pyramid in there. You can grab a document and throw it in because it'll let people engage with you as well. Um, so I want you to do that for us and then give us some closing thoughts as we wrap up the podcast.
Speaker 2:
32:51
Oh man. Let me just kind of just give you guys a couple of rapid fire thoughts. I didn't prepare for this. Um, find five or 10 people on social media or out there in your marketplace that you want to emulate. Don't emulate people that you don't want to be. If you like Steve's style, start following him on Instagram, LinkedIn, YouTube, you know, start calling him. Ask if you can talk to him maybe once a month. That'd be number one. Find people to emulate and copy. It's okay. Um, second, I would say people buy into people stories and momentum. So people are buying you, Steve, I'm buying your story and how you got where you're at and you're going to help me. And I'm going to buy into the fact that whether you have momentum or not, so be very, very careful. Right now if you step into a room that's of 80 degree people, awesome, but when you walk into a room of 65 degree people are that 65 degree person. Be aware of it. We cannot be hanging out with 65 degree park people and then last thought, man, get a coach, get a mentor, pay for it. I have five, I have my personal trainer, I have my therapist, I have my marriage, I have my RFA syndicate and I have my core. So I have mindset, entrepreneurial and I have mortgage sales.
Speaker 1:
34:06
That's huge. Can't get anywhere further without having people ahead of you leading the way, man. Coach speaking into your life.
Speaker 2:
34:12
Absolutely and just remember diligence and consistency will always outpaced talent. Just do it well. Do it daily. Don't expect the results to come overnight and be prepared for the long haul and I trust you. It'll pay off
Speaker 1:
34:26
man. I love that. Hey, well that's a great way to close this segment. Sean, you've been a friend for man for quite awhile and I'm thankful for your friendship. I love what you guys are doing at legacy mutual mortgage. I love Josh loved Dan, deepen horse. Uh, you've got a great company, you're doing great things and so thank you for being a voice on this podcast. Uh, chime in every once in a while on the Facebook group, man, because our commitment in the podcast, what we recognize is about 80% of loan officers never break 30 million. And our commitment is to help people who want to grow through $30 million. And man, I'm telling you, listen to what Sean's saying, watch his Friday fuel ups. Watch what he's doing on social, um, and you grow and explode your business. I believe in it so much we took our team to go hang with Sean and his team.
Speaker 1:
35:13
Man, I love you bro. I appreciate you and all of our listeners. Stay tuned and stay connected, man. See you. Thanks Steve. Hey guys, thanks for staying with us in this episode. I hope you've taken away tactics and tools that you can use in your business today to grow your business. Stay connected to us through the loan officer leadership, Facebook group. Uh, stay connected in social media. Make to subscribe to the podcast. Hey, if you get a chance, it would mean the world to me. If you would rate and review us on iTunes or wherever you consume podcast content, share it with others as we continue to grow this community. Remember, anything we're doing is worth doing badly. Just get started.
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